There’s a lot of information out there for sales and marketing professionals. In fact, as our friend Erik Devaney at Drift.com points out, a quick search of the term “sales and marketing advice” yields more than 90 million results on Google.
What’s more, there are tons of industry influencers who, on a regular basis, share their views on everything from content marketing and sales, to pricing and customer success. It’s a noisy conversation, and for many, a confusing one.
So, how do you make sense of it all?
By focusing on the sales and marketing efforts that actually produce results, not flash-in-the-pan engagement. But finding those results is a little challenging. That’s why we decided to put together our latest report with Drift.com, The State of Sales and Marketing at the 50 Fastest-Growing B2B Companies.
Using Mattermark data, we were able to identify the fifty high-growth companies in the U.S. and evaluate their marketing activities to understand which practices really moved the needle. In order to make the qualitative portion of our research more tangible, we evaluated each company on the list in light of how they approached content, customer communication, path to purchase, and pricing.
What we and the team at Drift.com discovered was surprising, to say the least.
The document discusses how personalization and dynamic content are becoming increasingly important on websites. It notes that 52% of marketers see content personalization as critical and 75% of consumers like it when brands personalize their content. However, personalization can create issues for search engine optimization as dynamic URLs and content are more difficult for search engines to index than static pages. The document provides tips for SEOs to help address these personalization and SEO challenges, such as using static URLs when possible and submitting accurate sitemaps.
This is an example of a custom presentation I made for one of our potential customers/partners. This is encompassing of a company review, next steps, goals, planning, and requirements of an SEO Campaign.
The document discusses search engine optimization (SEO) and why businesses should care about it. SEO is the process of improving a website to increase its visibility in organic search engine results. It involves optimizing elements like titles, meta descriptions, headings, internal links, and external links from other websites. Regularly updating content and focusing on relevant keywords can help rank higher in search engines over time.
SEO Strategy: Where The F**K Do I Even Start? - Brighton SEO April 2022 SophieBrannon
Have you ever been handed a new client working agency-side or joined a new role in-house and need to put together the SEO strategy? Have you ever thought 'where the f**k do I even start?'. Then this deck is for you.
From getting started in search, to understanding where to take your strategy next, by the end of the session you will understand exactly what you need to know to make sure your SEO strategy is successful.
https://www.brightonseo.com/conference-talk/seo-strategy-where-the-fk-do-i-even-start/
Mike King examines the state of the SEO industry and talks through knowing information retrieval will help improve our understanding of Google. This talk debuted at MozCon
The document discusses how personalization and dynamic content are becoming increasingly important on websites. It notes that 52% of marketers see content personalization as critical and 75% of consumers like it when brands personalize their content. However, personalization can create issues for search engine optimization as dynamic URLs and content are more difficult for search engines to index than static pages. The document provides tips for SEOs to help address these personalization and SEO challenges, such as using static URLs when possible and submitting accurate sitemaps.
This is an example of a custom presentation I made for one of our potential customers/partners. This is encompassing of a company review, next steps, goals, planning, and requirements of an SEO Campaign.
The document discusses search engine optimization (SEO) and why businesses should care about it. SEO is the process of improving a website to increase its visibility in organic search engine results. It involves optimizing elements like titles, meta descriptions, headings, internal links, and external links from other websites. Regularly updating content and focusing on relevant keywords can help rank higher in search engines over time.
SEO Strategy: Where The F**K Do I Even Start? - Brighton SEO April 2022 SophieBrannon
Have you ever been handed a new client working agency-side or joined a new role in-house and need to put together the SEO strategy? Have you ever thought 'where the f**k do I even start?'. Then this deck is for you.
From getting started in search, to understanding where to take your strategy next, by the end of the session you will understand exactly what you need to know to make sure your SEO strategy is successful.
https://www.brightonseo.com/conference-talk/seo-strategy-where-the-fk-do-i-even-start/
Mike King examines the state of the SEO industry and talks through knowing information retrieval will help improve our understanding of Google. This talk debuted at MozCon
Building an enduring, multi-billion dollar consumer technology company is hard. As an investor, knowing which startups have the potential to be massive and long-lasting is also hard. From both perspectives, identifying companies with this potential is a combination of “art” and “science” — the art is understanding how products work, and the science is knowing how to measure it. At the earliest stages of a company, it comes down to understanding how a product is built to maximize and leverage user engagement.
In this presentation, Sarah Tavel shares her "Hierarchy of Engagement" framework she uses to evaluate non-transactional consumer companies she is looking to invest in.
Stephanie Briggs takes a deep dive on analyzing organic search markets, keyword research, keyword classification at scale, natural language processing, and writing for organic search intent.
Trends In Paid Search: Navigating The Digital Landscape In 2024Search Engine Journal
The search marketing landscape is evolving rapidly with new technologies, and professionals, like you, rely on innovative paid search strategies to meet changing demands.
It’s important that you’re ready to implement new strategies in 2024.
Check this out and learn the top trends in paid search advertising that are expected to gain traction, so you can drive higher ROI more efficiently in 2024.
You’ll learn:
- The latest trends in AI and automation, and what this means for an evolving paid search ecosystem.
- New developments in privacy and data regulation.
- Emerging ad formats that are expected to make an impact next year.
Watch Sreekant Lanka from iQuanti and Irina Klein from OneMain Financial as they dive into the future of paid search and explore the trends, strategies, and technologies that will shape the search marketing landscape.
If you’re looking to assess your paid search strategy and design an industry-aligned plan for 2024, then this webinar is for you.
This document provides a digital marketing strategy proposal for Thing-It. It analyzes Thing-It's current digital efforts and competitors, identifies key problems around awareness, online presence, interest/desire, and lead generation. Solutions proposed include LinkedIn ads, search engine advertising, blogging, social media, and webinars. Metrics, costs, and estimated returns are provided for each solution. An optimization approach is recommended to continually test, analyze, and improve performance. The proposed strategy aims to generate 296 leads with a budget of €38,000.
How to Use Social Media to Influence the WorldSean Si
Here's the deck to my talk for the 23rd ASA Congress which was at The Grand Ballroom of Marriott Hotel. It was an awesome experience and I only had two points:
1) Use social media for good and
2) You have to have authority to use social media influentially.
My company: https://seo-hacker.net
This document discusses better collaboration between agencies and clients. It notes that historically, agencies did not provide clients with a full understanding of the creative process or ideas, and clients did not know how to properly evaluate work. It advocates that agencies start presentations with the agreed upon creative brief to provide necessary context before presenting ideas. Agencies should tell a story that bridges the brief to the final idea, giving clients a complete understanding. The document also provides models for properly evaluating ideas and ensuring collaborative discussions between agencies and clients.
Clickbait: A Guide To Writing Un-Ignorable HeadlinesVenngage
We looked at some of the top performing content on social media, from some of the top publications on the web. From this, we were able to figure out the recipe for crafting a click-worthy title. Here is what we learned...
How to be the ultimate double agent- PR and Link Builder Isa Lavahun BTNSEO S...Isa Lavs
Traditional PR professionals are doing a lot of the heavy lifting when it comes to link building – without even realising it. This presentation reveals some practical tips on how to tweak ‘traditional’ PR practices, that will help supercharge securing those valuable links and show the SEO value of their work.
25 stats—13 positive, 12 negative—that reflect the marketing world, including content marketing, social media, email newsletters, analytics, blogging, digital video, and more.
Keep these stats in mind when crafting your marketing strategy.
The Quickest Win in SEO – How to do Internal Linking the Right WayMartin Hayman
This was a talk from BrightonSEO September 2021 and covers not only the importance of internal linking but also how to do it. It also covers a number of examples and additional tips.
5 steps to executing a successful digital pr campaign - Brighton SEOTom Mansell
The document outlines a 5 step process for executing a successful digital PR campaign:
1. Set clear KPIs and align all stakeholders from the beginning.
2. Develop newsworthy and brand-relevant ideas through research and validation.
3. Bring ideas to life through design while adhering to technical and brand guidelines.
4. Conduct robust outreach to media and ensure alignment with internal PR teams.
5. Measure success holistically including quality link acquisition and tangible metrics like traffic, not just link volume. Quality, not quantity, should be the focus.
The Science of Story: How Brands Can Use Storytelling To Get More CustomersDigital Surgeons
Storytelling is not only an entertaining source for information, but a way to engage and humanize our messages that helps them stick. Our brains are wired for stories. Like a drug, we seek them out. Good stories create lasting emotional connections that persuade, educate, entertain, and convert consumers into brand loyalists.
Here’s another good reason to believe in the power of stories: You don't have a goddamn choice. We spend a third of our waking hours crafting stories, and the rest of the time consuming them. Our brains are always searching for stories. You need stories. You live your life around stories. Your life itself is a story. So, now find out how you can use them to better understand how brands and businesses can use storytelling to increase engagement and sales.
Fight for Yourself: How to Sell Your Ideas and Crush PresentationsDigital Surgeons
Don't let your blood, sweat, and pixels be overlooked, great creative doesn't sell itself.
Every presentation is a story, an opportunity to sell not just your work, but what people actually buy — YOU.
This presentation will walk viewers through three core aspects of winning at any presentation, Confidence, Comprehension, and Conviction.
These concepts, central to your work as a creative professional, are backed by science and bolstered by thoughts from some of the world’s leading creative professionals.
Google Analytics 4 is not simply the upgrade to Universal Analytics. It is an entirely new version and redesign of the tool. It is the new generation of Google Analytics that will allow you to collect data from both apps and web.
In this webinar with our Head of Digital Analytics, Benoit Weber, you will discover the tool, understand how to use and navigate the new features and interface, and run through the main differences with Universal Analytics.
With AI taking the content marketing world by storm, many are wondering about the big questions: can you use AI to create high-ranking, effective content? And what’s the right way to do it?
Check out this webinar and hear the key concepts behind successful AI usage, along with real-life case studies from marketers using AI for their SEO and content.
You’ll learn:
- How to combine SEO data with AI technology
- Examples of unconventional uses of AI for content
- Case studies of how AI has enhanced SEO and content strategies
With Margarita Loktionova, Content Marketing Lead at Semrush, and Andy Crestodina, founder of Orbit Media, we’ll dive into the practical ways you can leverage AI tools for more efficient and effective campaigns that rank higher.
Go Viral on the Social Web: The Definitive How-To guide!XPLAIN
Creating a Viral Content success story has no recipe. It has a lot of variables, not all of which can be controlled by a Brand. However, this deck offers you the ideal How-To approach in creating tasteful, inspired Content that will help your message stand out from the information noise on Social Web and make people eager to share it around.
No More "It Depends" - Learn to Set your Visual SEO Resources #LondonSEOMeetu...Aleyda Solís
This document discusses how SEOs often answer questions with the vague response of "it depends" and provides better alternatives. It recommends developing reusable resources like diagrams, charts and frameworks to more clearly explain SEO scenarios, processes and criteria. This helps avoid vague answers, establish trust, and facilitate decision making. It also encourages analyzing activities and setting replicable systems to improve services and grow expertise.
Digital Marketing Proposal - Understanding Digital Marketing Infidirect
The digital marketing proposal outlines a strategy to achieve social search marketing goals through various online activities. It discusses generating awareness, engagement, and leads through responsive websites, search engine optimization, social media optimization, and display ad campaigns. The proposal details a two-phase implementation scope that includes SEO, SMO, ORM and later expands to email, SMS, display ads, SEM, SMM and mobile. The contact information for Madhumita Mishra is provided to discuss the proposal further.
This document provides an overview of content marketing. It defines content marketing as creating and delivering valuable content to a target audience. It lists different types of content that can be used, such as whitepapers, ebooks, case studies, audio/video, blog posts, events, images and infographics, and email newsletters. The document discusses how content marketing generates more leads than traditional marketing, builds trust, creates value for customers, and decreases costs while increasing customers. It positions content marketing as the cornerstone of marketing strategies and discusses how content directly affects search engine optimization and helps push leads down the sales funnel, while not directly selling. It provides tips on planning a content marketing strategy by identifying the audience, their pain points and where
Galieleo Galilei, Mother Theresa, Bill Gates, Larry Page--these are just four of the people you look up to because of their significant contribution to the world. How did they do it? How did they start working on their idea? Can you be as influential as them?
Yes! And we hope this presentation inspires you to change the world in your own ways.
Technology Futurist Monty Metzger (http://blog.monty.de/keynote-speaker) speaks about how to master the fourth industrial revolution. The Digital Future will have far more impact — the next 25 years will usher more change than in the previous three centuries. What separates great leaders from the rest, is they have a precise vision of the future. A vision to enable change today.
Who will be leading the Fourth Industrial Revolution? How will our economy depend on data, analytics and AI? How Digital Transformation can boost your business?
Monty’s keynote speeches are for those who want to change things and for those who want embrace the opportunities of the Digital Future.
Book Monty for your conference, workshop or company meeting
http://blog.monty.de/keynote-speaker
The State of Sales & Marketing at the 50 Fastest-Growing B2B CompaniesDrift
Google the phrase sales and marketing advice and you'll be met with more than 90 million results.
With so many different theories, opinions, and strategies on sales and marketing to sort through, it can be hard to separate the good advice from the bad. And when faced with contradictory ideas, who do you believe?
Do you side with the sales and marketing influencer from this company over here who's telling you to do x, or the consultant from that company over there who's telling you to do y?
We recently teamed up with Mattermark to take a different approach to understanding sales and marketing best practices. Instead of simply listening to what companies were saying about sales and marketing, we looked into what companies were actually doing.
And more specifically, we looked at the 50 fastest-growing B2B companies in the U.S. to see what we could learn.
Building an enduring, multi-billion dollar consumer technology company is hard. As an investor, knowing which startups have the potential to be massive and long-lasting is also hard. From both perspectives, identifying companies with this potential is a combination of “art” and “science” — the art is understanding how products work, and the science is knowing how to measure it. At the earliest stages of a company, it comes down to understanding how a product is built to maximize and leverage user engagement.
In this presentation, Sarah Tavel shares her "Hierarchy of Engagement" framework she uses to evaluate non-transactional consumer companies she is looking to invest in.
Stephanie Briggs takes a deep dive on analyzing organic search markets, keyword research, keyword classification at scale, natural language processing, and writing for organic search intent.
Trends In Paid Search: Navigating The Digital Landscape In 2024Search Engine Journal
The search marketing landscape is evolving rapidly with new technologies, and professionals, like you, rely on innovative paid search strategies to meet changing demands.
It’s important that you’re ready to implement new strategies in 2024.
Check this out and learn the top trends in paid search advertising that are expected to gain traction, so you can drive higher ROI more efficiently in 2024.
You’ll learn:
- The latest trends in AI and automation, and what this means for an evolving paid search ecosystem.
- New developments in privacy and data regulation.
- Emerging ad formats that are expected to make an impact next year.
Watch Sreekant Lanka from iQuanti and Irina Klein from OneMain Financial as they dive into the future of paid search and explore the trends, strategies, and technologies that will shape the search marketing landscape.
If you’re looking to assess your paid search strategy and design an industry-aligned plan for 2024, then this webinar is for you.
This document provides a digital marketing strategy proposal for Thing-It. It analyzes Thing-It's current digital efforts and competitors, identifies key problems around awareness, online presence, interest/desire, and lead generation. Solutions proposed include LinkedIn ads, search engine advertising, blogging, social media, and webinars. Metrics, costs, and estimated returns are provided for each solution. An optimization approach is recommended to continually test, analyze, and improve performance. The proposed strategy aims to generate 296 leads with a budget of €38,000.
How to Use Social Media to Influence the WorldSean Si
Here's the deck to my talk for the 23rd ASA Congress which was at The Grand Ballroom of Marriott Hotel. It was an awesome experience and I only had two points:
1) Use social media for good and
2) You have to have authority to use social media influentially.
My company: https://seo-hacker.net
This document discusses better collaboration between agencies and clients. It notes that historically, agencies did not provide clients with a full understanding of the creative process or ideas, and clients did not know how to properly evaluate work. It advocates that agencies start presentations with the agreed upon creative brief to provide necessary context before presenting ideas. Agencies should tell a story that bridges the brief to the final idea, giving clients a complete understanding. The document also provides models for properly evaluating ideas and ensuring collaborative discussions between agencies and clients.
Clickbait: A Guide To Writing Un-Ignorable HeadlinesVenngage
We looked at some of the top performing content on social media, from some of the top publications on the web. From this, we were able to figure out the recipe for crafting a click-worthy title. Here is what we learned...
How to be the ultimate double agent- PR and Link Builder Isa Lavahun BTNSEO S...Isa Lavs
Traditional PR professionals are doing a lot of the heavy lifting when it comes to link building – without even realising it. This presentation reveals some practical tips on how to tweak ‘traditional’ PR practices, that will help supercharge securing those valuable links and show the SEO value of their work.
25 stats—13 positive, 12 negative—that reflect the marketing world, including content marketing, social media, email newsletters, analytics, blogging, digital video, and more.
Keep these stats in mind when crafting your marketing strategy.
The Quickest Win in SEO – How to do Internal Linking the Right WayMartin Hayman
This was a talk from BrightonSEO September 2021 and covers not only the importance of internal linking but also how to do it. It also covers a number of examples and additional tips.
5 steps to executing a successful digital pr campaign - Brighton SEOTom Mansell
The document outlines a 5 step process for executing a successful digital PR campaign:
1. Set clear KPIs and align all stakeholders from the beginning.
2. Develop newsworthy and brand-relevant ideas through research and validation.
3. Bring ideas to life through design while adhering to technical and brand guidelines.
4. Conduct robust outreach to media and ensure alignment with internal PR teams.
5. Measure success holistically including quality link acquisition and tangible metrics like traffic, not just link volume. Quality, not quantity, should be the focus.
The Science of Story: How Brands Can Use Storytelling To Get More CustomersDigital Surgeons
Storytelling is not only an entertaining source for information, but a way to engage and humanize our messages that helps them stick. Our brains are wired for stories. Like a drug, we seek them out. Good stories create lasting emotional connections that persuade, educate, entertain, and convert consumers into brand loyalists.
Here’s another good reason to believe in the power of stories: You don't have a goddamn choice. We spend a third of our waking hours crafting stories, and the rest of the time consuming them. Our brains are always searching for stories. You need stories. You live your life around stories. Your life itself is a story. So, now find out how you can use them to better understand how brands and businesses can use storytelling to increase engagement and sales.
Fight for Yourself: How to Sell Your Ideas and Crush PresentationsDigital Surgeons
Don't let your blood, sweat, and pixels be overlooked, great creative doesn't sell itself.
Every presentation is a story, an opportunity to sell not just your work, but what people actually buy — YOU.
This presentation will walk viewers through three core aspects of winning at any presentation, Confidence, Comprehension, and Conviction.
These concepts, central to your work as a creative professional, are backed by science and bolstered by thoughts from some of the world’s leading creative professionals.
Google Analytics 4 is not simply the upgrade to Universal Analytics. It is an entirely new version and redesign of the tool. It is the new generation of Google Analytics that will allow you to collect data from both apps and web.
In this webinar with our Head of Digital Analytics, Benoit Weber, you will discover the tool, understand how to use and navigate the new features and interface, and run through the main differences with Universal Analytics.
With AI taking the content marketing world by storm, many are wondering about the big questions: can you use AI to create high-ranking, effective content? And what’s the right way to do it?
Check out this webinar and hear the key concepts behind successful AI usage, along with real-life case studies from marketers using AI for their SEO and content.
You’ll learn:
- How to combine SEO data with AI technology
- Examples of unconventional uses of AI for content
- Case studies of how AI has enhanced SEO and content strategies
With Margarita Loktionova, Content Marketing Lead at Semrush, and Andy Crestodina, founder of Orbit Media, we’ll dive into the practical ways you can leverage AI tools for more efficient and effective campaigns that rank higher.
Go Viral on the Social Web: The Definitive How-To guide!XPLAIN
Creating a Viral Content success story has no recipe. It has a lot of variables, not all of which can be controlled by a Brand. However, this deck offers you the ideal How-To approach in creating tasteful, inspired Content that will help your message stand out from the information noise on Social Web and make people eager to share it around.
No More "It Depends" - Learn to Set your Visual SEO Resources #LondonSEOMeetu...Aleyda Solís
This document discusses how SEOs often answer questions with the vague response of "it depends" and provides better alternatives. It recommends developing reusable resources like diagrams, charts and frameworks to more clearly explain SEO scenarios, processes and criteria. This helps avoid vague answers, establish trust, and facilitate decision making. It also encourages analyzing activities and setting replicable systems to improve services and grow expertise.
Digital Marketing Proposal - Understanding Digital Marketing Infidirect
The digital marketing proposal outlines a strategy to achieve social search marketing goals through various online activities. It discusses generating awareness, engagement, and leads through responsive websites, search engine optimization, social media optimization, and display ad campaigns. The proposal details a two-phase implementation scope that includes SEO, SMO, ORM and later expands to email, SMS, display ads, SEM, SMM and mobile. The contact information for Madhumita Mishra is provided to discuss the proposal further.
This document provides an overview of content marketing. It defines content marketing as creating and delivering valuable content to a target audience. It lists different types of content that can be used, such as whitepapers, ebooks, case studies, audio/video, blog posts, events, images and infographics, and email newsletters. The document discusses how content marketing generates more leads than traditional marketing, builds trust, creates value for customers, and decreases costs while increasing customers. It positions content marketing as the cornerstone of marketing strategies and discusses how content directly affects search engine optimization and helps push leads down the sales funnel, while not directly selling. It provides tips on planning a content marketing strategy by identifying the audience, their pain points and where
Galieleo Galilei, Mother Theresa, Bill Gates, Larry Page--these are just four of the people you look up to because of their significant contribution to the world. How did they do it? How did they start working on their idea? Can you be as influential as them?
Yes! And we hope this presentation inspires you to change the world in your own ways.
Technology Futurist Monty Metzger (http://blog.monty.de/keynote-speaker) speaks about how to master the fourth industrial revolution. The Digital Future will have far more impact — the next 25 years will usher more change than in the previous three centuries. What separates great leaders from the rest, is they have a precise vision of the future. A vision to enable change today.
Who will be leading the Fourth Industrial Revolution? How will our economy depend on data, analytics and AI? How Digital Transformation can boost your business?
Monty’s keynote speeches are for those who want to change things and for those who want embrace the opportunities of the Digital Future.
Book Monty for your conference, workshop or company meeting
http://blog.monty.de/keynote-speaker
The State of Sales & Marketing at the 50 Fastest-Growing B2B CompaniesDrift
Google the phrase sales and marketing advice and you'll be met with more than 90 million results.
With so many different theories, opinions, and strategies on sales and marketing to sort through, it can be hard to separate the good advice from the bad. And when faced with contradictory ideas, who do you believe?
Do you side with the sales and marketing influencer from this company over here who's telling you to do x, or the consultant from that company over there who's telling you to do y?
We recently teamed up with Mattermark to take a different approach to understanding sales and marketing best practices. Instead of simply listening to what companies were saying about sales and marketing, we looked into what companies were actually doing.
And more specifically, we looked at the 50 fastest-growing B2B companies in the U.S. to see what we could learn.
Este informe anual de sostenibilidad de KPMG Venezuela resume sus logros en 2015, con énfasis en servir a clientes, desarrollar el talento de sus empleados y contribuir a la comunidad. KPMG ofrece una variedad de servicios de auditoría, asesoría fiscal y legal con el objetivo de crear valor para sus clientes. La firma también se enfoca en la innovación, la ética, la gestión de riesgos y la calidad para mantener su reputación.
Do you get nervous speaking in public? Learn how to mitigate your fear, from Lecturer Matt Abrahams.
Read "Tips and Techniques for More Confident and Compelling Presentations": stanford.io/Speaking
For ten years or more, China has been a uniquely powerful engine of the global economy, regularly posting high single-figure or even double-digit annual increases in GDP. More recently, growth has slowed, prompting sharp falls in international commodity prices and casting a shadow over the near-term prospects for developed and emerging markets.
What will happen next? Pessimists struggle to see what China can do for an encore after what they say was an extraordinary, one-off period of catching up. Optimists believe that during the next 10 to 15 years, China has the potential to continue to outperform the rest of the world and to take its place as a full-fledged advanced economy (see summary infographic, “What’s next for China?”).
The document provides an overview of a sales mastery workshop that teaches participants how to increase sales and profits. It covers topics like understanding customer needs, presenting solutions, overcoming objections, and gaining commitment. Key aspects of the sales process discussed include investigating customer situations, problems, implications, and needs using SPIN selling questions; demonstrating product capabilities; and presenting the price and benefits in a way that addresses customer concerns.
6 Steps to Sales Mastery: Wake Up & Shape UP your PresentationsSusan Ross
Assumption: Sales is 80% preparation and 20% execution.
Outcomes: Build measurably better relationships: More appointments. More Meetings. More Referrals. More Sales
Achieving Sales Mastery through Virtual Sales Training & ReinforcementMike Kunkle
This was the deck we used recently for a panel/webinar with Tim Riesterer from Corporate Visions and I, moderated by Richard Harris of Sales Hacker.
Register to watch the recording here: http://bit.ly/MKwebinarVirtualTrainCoach
2016 Real Estate Sales Mastery Event - 26th MayCraig Sewing
San Diego Media icon Craig Sewing presented the 2016 Real Estate Sales Mastery Event featuring Tom Ferry and an elite team of industry thought leaders at the San Diego Convention Centre on 26th May 2016.
There are key things that will give you a much better chance at success. While these are well documented in numerous books, articles, and videos - there are still many stakeholders that don't subscribe to some basic truths, like: product decisions should be based on evidence, or having dedicated UX Designers on product teams.
Jeremy will go over his top ten questions to ask any team to see if they're heading toward launching a great product experience.
This presentation was originally given @ Refresh Dallas on 2/12/15
Sales Mastery through understanding the chains of selling (self, product and customers) and leveraging on principles of relationship selling for positive customer experience.
Dr. Rick Goodman provides expert tips and tricks on mastering the art of sales. For more information on sales mastery visit www.rickgoodman.com or schedule a sales training workshop at www.advantagecontinuingeducationseminars.com
This document provides an overview of chapter 8 from a marketing textbook. It covers the topics of products, services, and brands. The key points are:
1) A product is anything that can be offered in a market that might satisfy a need or want. Services are intangible products that don't result in ownership.
2) Products can be classified as consumer products like convenience, shopping, specialty or unsought products, or industrial products like materials, capital goods or supplies.
3) Marketers make decisions about individual products, product lines, and product mixes. They consider quality, features, style, branding, packaging and support services.
4) Building strong brands is important for differentiation and creating
This update on Mergers & Acquisitions, covering the full year of 2016, is based on publicly available information.
For more information: http://www.mckinsey.com/business-functions/strategy-and-corporate-finance/our-insights/m-and-a-2016-deal-makers-catch-their-breath
50 Best Motivational Quotes to Ignite Your Sales DriveHubSpot
This document contains 50 motivational quotes to ignite sales drive. Some of the quotes encourage acting with courage and conviction, never giving up, focusing on goals and continuous improvement, and having a positive attitude and sense of mission. The quotes are attributed to historical figures, authors, and business leaders and aim to provide inspiration to salespeople.
Black Box Thinking - The Surprising Truth About SuccessMatthew Syed
In his new book Black Box Thinking, award winning journalist and best-selling author Matthew Syed shares the surprising truth about success (and why some people never learn from their mistakes).
Covering topics including marginal gains, closed loops, blame culture, the logic of failure and creating a growth culture, Matthew uses gripping case studies, exclusive interviews and really practical takeaways to explain how you can turn failure into success.
Whether developing a new product, honing a core skill or just trying to get a critical decision right, Black Box Thinkers aren't afraid to face up to mistakes. In fact, Black Box Thinkers see failure as the very best way to learn. Rather than denying their mistakes, blaming others or attempting to spin their way out of trouble, these institutions and individuals interrogate errors as part of their future strategy for success.
This is a visual preview of Black Box Thinking. You can pick up a copy of the book at www.mathewsyed.com/blackboxthinking
SpringOwl's 99 Page Presentation On How To Best Turnaround Yahoo!Eric Jackson
On Dec. 13, 2015, SpringOwl released this 99 page presentation on why Yahoo needs substantial change from the status quo and why it would be a mistake to sell the core business now at the lows. We offer our 9 point plan for how to turn around the company and create the most amount of value with the least risk for shareholders (and employees)
The presentation summarizes TRC's business and financial performance. TRC provides engineering, consulting and construction management services to the energy, environmental and infrastructure industries. It has transformed its business through acquisitions, cost reductions and a focus on higher-growth markets. TRC has a diversified revenue base across business segments and clients. It is pursuing organic growth and acquisitions in the utility/power and oil & gas industries. TRC has strengthened its balance sheet and is demonstrating improved financial metrics as it leverages its business model.
This document discusses how marketing and sales can improve collaboration to achieve their shared goal of sustainable profitability. It recommends that the two departments communicate more through regular meetings to understand each other's work and align on goals like defining quality leads. By working together on initiatives like content marketing and lead nurturing, companies can generate more sales-ready leads at a lower cost and increase sales performance metrics.
Long gone are the days when the marketing landscape encompassed only traditional, interruptive methods for engaging
with prospects. Today, leaders are shifting the marketing mix faster as inbound and digital continue to represent a huge
opportunity for driving demand. This recent study shows that global organizations—regardless of size—are integrating
more omni-channel and modern marketing techniques to help drive business forward.
Download this complimentary report to uncover the most challenging obstacles facing inbound marketing success and how SMB and enterprise marketers plan to overcome them in the year ahead. (Research conducted by Ascend2, in partnership with Marketing Advocate.)
This document provides 10 ways to organize and streamline content marketing efforts. It begins by discussing how content marketing has grown in importance but can become disorganized without structure. It then provides examples of how three companies (ReadyTalk, Cvent, and PetRelocation) improved their content marketing using editorial calendars and content management systems. The rest of the document outlines 10 steps to bring order to content marketing, including designating a chief content officer, creating a style guide, developing customer personas, conducting a content audit, creating a content strategy and calendar, and implementing review/publishing processes. The goal is to help organizations of any size improve content marketing in a coordinated, efficient manner.
The Future Of B2B Marketing / By @TheCoolestCoolRoss Simmonds
From RossSimmonds.com - Check it out for great information on B2B Marketing!
Over the last few years, the entire sales and marketing process for B2B and enterprise organizations has shifted. These companies are no longer armed with information that is hidden from the public and sales teams are no longer in the driver seat. Leads and prospects now hold the power as information is more readily available and the increase in competition has resulted in a plentiful supply of choice. Beyond that, technology has completed disrupted the once linear buying process and behaviour of B2B customers and has forced marketers to become more strategic and efficient in their approach. Here are a few trends that I believe are going to redefine marketing in the B2B space over the next few years.
This document provides guidance on leveraging LinkedIn for lead generation. It discusses understanding your target market and customers, searching LinkedIn to find target companies and individuals, and using the data from LinkedIn searches. It includes case studies of clients who increased conversion rates, response rates, and built large sales pipelines using LinkedIn data for campaigns. The document advises being specific about your target market to get valuable results from LinkedIn searches.
The 2017 State of B2B Digital Marketing ReportDemandWave
This document summarizes the key findings from DemandWave's sixth annual report on the state of B2B digital marketing. Some of the main highlights include:
- Delivering quality leads has emerged as B2B marketers' top objective and challenge.
- Organic search now drives revenue for 63% of B2B marketers, tying with email.
- Nearly half of marketers plan to increase their digital marketing budgets in 2017.
- However, marketers still struggle with measuring ROI and optimizing content and marketing technologies for quality leads.
Marketing Automation Best Practices GuideMohamed Mahdy
This document provides a guide to best practices for marketing automation. It includes sections on strategy and justification, setup and vendor selection, execution and optimization, and lead management best practices. The guide contains advice from interviews with marketing automation experts on topics like adopting a buyer-centered view, training staff, and justifying the investment to leadership. It also provides nine specific ways to make the case for marketing automation software to decision-makers, such as demonstrating potential increases in key metrics like response rates and pipeline growth.
Lead Generation for Small Business: Experts Weigh In
Managing your sales using a simple CRM is critical. The question is how do you even generate leads in the first place? Lead generation is the lifeblood of small businesses. If done right, generating great quality leads can be a major catalyst for growth and revenue. But with so many lead generation tactics and approaches available out there, small businesses want to know which are the most effective to use.
To help answer this question, we’ve reached out to a panel of small business sales and marketing experts and asked them all a single question: “What is the most effective lead generation technique(s) for small businesses“?
Seven steps to effective thought leadership James Ralph
Effective Thought Leadership boosts the bottom line and enables faster growth. This presentation sets out Good Relations' seven step process for developing and running business boosting Thought Leadership programmes.
7 ESSENTIAL TIPS FOR EFFECTIVE LEAD GENERATION.pptxA2digital
: In simple words, Lead Generation/Lead generation marketing is the process of getting people interested in your business and gradually converting them through your pipeline into paying customers. Some people see lead generation as a big email blaster and an intrusive salesperson. However, today these techniques are no longer successful.
LinkedIn Whitepaper: How Sales Teams Can Build Pipeline FasterRobert Koehler
The document discusses how LinkedIn Sales Navigator helps sales teams build their sales pipeline faster. It provides targeted searches to find decision makers within accounts, insights into prospects from their LinkedIn profiles, and opportunities to leverage existing connections to secure warm introductions. Users report that Sales Navigator has shortened sales cycles, increased conversion rates, and helped more reps exceed their quotas. The conclusion states that a healthy pipeline is key to business growth and rep satisfaction, and social intelligence tools like Sales Navigator are transforming prospecting into a more effective process.
inBIZZness Magazine April Issue #1 Final with QR for Print.pdfManny Sarmiento
Welcome to inBIZZness Magazine, the ultimate source of information for all things marketing, social media, SEO, ChatGPT, AI, and other business-related articles. Our magazine is designed to provide practical, in-depth analysis, expert opinions, and industry insights to help business owners and professionals stay ahead of the competition.
We work tirelessly to bring you the latest trends, best practices, and real-world case studies from the world of business. Whether you are looking to improve your digital marketing strategy, optimize your website for search engines, or implement the latest AI technologies, our magazine has got you covered. In addition to our informative articles, we also feature interviews with industry leaders and experts, giving you exclusive insights into their success stories, strategies, and best practices. We also provide our readers with comprehensive guides, tutorials, and how-to articles, making it easy for you to implement the latest business trends...
100 ideas that changed marketing - Collected from HubSpot by eBrand VietnamHai Dongkixot
We are marketers. We do marketing jobs. We live in a world ruled by marketing.
Let's take a look at 100 ideas that changed marketing.
With this great contribution from HubSpot, we, marketers, will have a closer to what we are calling marketing and where it came from.
HubSpot is one of the case-study that eBrand aim at to extract the good experiences for Vietnam market, especially in the area of Social Media marketing & Online Community managing.
This document discusses 100 ideas that have changed marketing over time. It provides an overview of the types of content that will be covered in the ebook, including introductory, intermediate, and advanced levels. It encourages the reader to determine which level of content is right for them based on their experience. It also previews some of the 100 ideas that will be discussed, such as A/B testing, access to customer data, advertising, and an agile approach. The document aims to explore how marketing has transformed historically and put changes in a sociological context.
This document discusses 100 ideas that have changed marketing over time. It provides an overview of the types of content that will be covered in the ebook, including introductory, intermediate, and advanced levels. It explains that the ebook will explore 100 remarkable ideas that have shaped modern marketing practices. Each idea will be accompanied by quotes from marketing professionals providing their perspective on how that idea impacted the industry. The document aims to give readers a sense of the scope and goals of the ebook.
This document discusses how social media can help B2B companies reach more customers online. It notes that over 90% of B2B purchases now have some online component, so companies need more than basic brochure websites. Social media allows for "pull marketing" where customers control when they engage, as opposed to traditional "push marketing". The document provides an overview of social media platforms like LinkedIn, Facebook, and Twitter that B2B companies can use to drive traffic, build relationships, and learn from customers. It stresses developing a social media strategy with measurable goals.
The 2014 Benchmark Report on B2B Content Marketing and Lead GenerationStarfleet Media
The document summarizes the key findings of a research report on B2B content marketing and lead generation. Some of the main findings include:
- Companies' primary objectives for content marketing are new customer acquisition and raising brand visibility.
- Few companies report being very successful in achieving their content marketing objectives.
- Ebooks, case studies, and third-party research are the most valuable types of content.
- Most content is gated, requiring registration, but some of the most effective content like infographics and case studies are often not gated.
The marketing agency blueprint the handbook for building hybrid pr, seo, cont...MarketingForum
Build a disruptive marketing agency for the modern age
The marketing services industry is on the cusp of a truly transformational period. The old guard, rooted in tradition and resistant to change, will fall and new leaders will emerge. Hybrid marketing agencies that are more nimble, tech savvy, and collaborative will redefine the industry. Digital services will be engrained into the DNA and blended with traditional methods for integrated campaigns. The depth, versatility, and drive of their talent will be the cornerstones of organizations that pursue a higher purpose. The Marketing Agency Blueprint is a practical and candid guide that presents ten rules for building such a hybrid agency.
The new marketing agency model will create and nurture diverse recurring revenue streams through a mix of services, consulting, training, education, publishing, and software sales. It will use efficiency and productivity, not billable hours, as the essential drivers of profitability. Its value and success will be measured by outcomes, not outputs. Its strength and stability will depend on a willingness to be in a perpetual state of change, and an ability to execute and adapt faster than competitors. The Marketing Agency Blueprint demonstrates how to:
Generate more qualified leads, win clients with set pricing and service packages, and secure more long-term retainers
Develop highly efficient management systems and more effective account teams
Deliver greater results and value to clients
This is the future of the marketing services industry. A future defined and led by underdogs and innovators. You have the opportunity to be at the forefront of the transformation.
Showcasing your experts to drive brand value and generate leads. In other words, boost brand awareness, brand authority, and learn about the importants of expert content marketing.
Similar a The State of Sales & Marketing at the 50 Fastest-Growing B2B Companies (20)
Mattermark Investor Report Card | Series A Investment Trends - 8/2/16Mattermark
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive functioning. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
2015 Venture Capital & Startup Traction ReportMattermark
Dive into venture funding trends
Take an in-depth look at the funding events, growth signals, exits and other insights into the fastest growing private companies. It’s compiled by our independent, in-house editorial staff to help you make fast, informed and accurate decisions.
Mattermark collects data on more than 1,000,000 of the fastest growing private companies in the world. This report provides a data-driven exploration of startup funding in the United States over the past 10 years.
Mattermark provides a search tool and structured datasets for business information that allows users to quickly find answers to questions about startups, funding, market sizes, and companies. It started with tools for investors but is now used across industries. The company has experienced strong revenue growth, with an 889% growth rate in 2013, 199% in 2014, and a current 208% pace in 2015, showing the demand for its structured search capabilities on business data.
Pandoland 2015: Q1-Q2 State of Startups | MattermarkMattermark
Mattermark COO & Cofounder Andy Sparks kicked off the Pandoland conference with a data-driven keynote covering the state of startups and startup funding in 2015.
Mattermark Q1 2015 Quarter Midpoint Analysis - U.S. Venture Capital ActivityMattermark
This report provides an overview of venture funding for startup companies in the United States over the past year, as well as a midpoint review of Q1 2015 activity and pace-driven projections for the remainder of the quarter.
All research was conducted using Mattermark. To explore this data and perform your own research and analysis we invite you to sign up for a free trial at www.mattermark.com
To learn more about Mattermark, quantitative investing for venture capital, and explore our database of more than 200,000 startups please visit www.mattermark.com
Mattermark Startup Investor Benchmarking Analysis - November 2013Mattermark
The document discusses potential methods for benchmarking venture capital investors' performance based on portfolio company data from Mattermark. It considers simply averaging portfolio company scores, weighting based on number of companies ("shots on goal"), balancing scores to account for below-average performers, and whether larger more diverse portfolios perform better on average. The analysis is intended to explore factors to consider in benchmarking VCs using Mattermark startup data.
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Zodiac Signs and Food Preferences_ What Your Sign Says About Your Tastemy Pandit
Know what your zodiac sign says about your taste in food! Explore how the 12 zodiac signs influence your culinary preferences with insights from MyPandit. Dive into astrology and flavors!
How MJ Global Leads the Packaging Industry.pdfMJ Global
MJ Global's success in staying ahead of the curve in the packaging industry is a testament to its dedication to innovation, sustainability, and customer-centricity. By embracing technological advancements, leading in eco-friendly solutions, collaborating with industry leaders, and adapting to evolving consumer preferences, MJ Global continues to set new standards in the packaging sector.
Best practices for project execution and deliveryCLIVE MINCHIN
A select set of project management best practices to keep your project on-track, on-cost and aligned to scope. Many firms have don't have the necessary skills, diligence, methods and oversight of their projects; this leads to slippage, higher costs and longer timeframes. Often firms have a history of projects that simply failed to move the needle. These best practices will help your firm avoid these pitfalls but they require fortitude to apply.
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...my Pandit
Explore the fascinating world of the Gemini Zodiac Sign. Discover the unique personality traits, key dates, and horoscope insights of Gemini individuals. Learn how their sociable, communicative nature and boundless curiosity make them the dynamic explorers of the zodiac. Dive into the duality of the Gemini sign and understand their intellectual and adventurous spirit.
Industrial Tech SW: Category Renewal and CreationChristian Dahlen
Every industrial revolution has created a new set of categories and a new set of players.
Multiple new technologies have emerged, but Samsara and C3.ai are only two companies which have gone public so far.
Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
[To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
This PowerPoint compilation offers a comprehensive overview of 20 leading innovation management frameworks and methodologies, selected for their broad applicability across various industries and organizational contexts. These frameworks are valuable resources for a wide range of users, including business professionals, educators, and consultants.
Each framework is presented with visually engaging diagrams and templates, ensuring the content is both informative and appealing. While this compilation is thorough, please note that the slides are intended as supplementary resources and may not be sufficient for standalone instructional purposes.
This compilation is ideal for anyone looking to enhance their understanding of innovation management and drive meaningful change within their organization. Whether you aim to improve product development processes, enhance customer experiences, or drive digital transformation, these frameworks offer valuable insights and tools to help you achieve your goals.
INCLUDED FRAMEWORKS/MODELS:
1. Stanford’s Design Thinking
2. IDEO’s Human-Centered Design
3. Strategyzer’s Business Model Innovation
4. Lean Startup Methodology
5. Agile Innovation Framework
6. Doblin’s Ten Types of Innovation
7. McKinsey’s Three Horizons of Growth
8. Customer Journey Map
9. Christensen’s Disruptive Innovation Theory
10. Blue Ocean Strategy
11. Strategyn’s Jobs-To-Be-Done (JTBD) Framework with Job Map
12. Design Sprint Framework
13. The Double Diamond
14. Lean Six Sigma DMAIC
15. TRIZ Problem-Solving Framework
16. Edward de Bono’s Six Thinking Hats
17. Stage-Gate Model
18. Toyota’s Six Steps of Kaizen
19. Microsoft’s Digital Transformation Framework
20. Design for Six Sigma (DFSS)
To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Final ank Satta Matka Dpbos Final ank Satta Matta Matka 143 Kalyan Matka Guessing Final Matka Final ank Today Matka 420 Satta Batta Satta 143 Kalyan Chart Main Bazar Chart vip Matka Guessing Dpboss 143 Guessing Kalyan night
How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....Lacey Max
“After being the most listed dog breed in the United States for 31
years in a row, the Labrador Retriever has dropped to second place
in the American Kennel Club's annual survey of the country's most
popular canines. The French Bulldog is the new top dog in the
United States as of 2022. The stylish puppy has ascended the
rankings in rapid time despite having health concerns and limited
color choices.”
IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...APCO
The Radar reflects input from APCO’s teams located around the world. It distils a host of interconnected events and trends into insights to inform operational and strategic decisions. Issues covered in this edition include:
The Genesis of BriansClub.cm Famous Dark WEb PlatformSabaaSudozai
BriansClub.cm, a famous platform on the dark web, has become one of the most infamous carding marketplaces, specializing in the sale of stolen credit card data.
How to Implement a Real Estate CRM SoftwareSalesTown
To implement a CRM for real estate, set clear goals, choose a CRM with key real estate features, and customize it to your needs. Migrate your data, train your team, and use automation to save time. Monitor performance, ensure data security, and use the CRM to enhance marketing. Regularly check its effectiveness to improve your business.
Income Tax exemption for Start up : Section 80 IAC
The State of Sales & Marketing at the 50 Fastest-Growing B2B Companies
1. 5050created by:
in the U.S.
Fastest-Growing
B2B Companies
State of Sales & Marketing
The
at the
2. In July of 2016, Mattermark and Drift teamed up to identify the 50
fastest-growing B2B companies in the U.S. using Mattermark data. By
analyzing these successful companies, we hoped to uncover the sales
and marketing strategies that are most effective for driving growth.This
Report details our findings and offers insight into how you can leverage
them to drive growth in your organization.
created by:
3. State of Sales & Marketing: 50 Fastest-Growing B2B Companies3
How we built the list of the 50 fastest-growing
B2B companies
Data is only useful if it’s easy to access
and highly actionable. That's why we used
Mattermark to search more than 1.5 million
companies to build a rich list of the fastest-
growing businesses in the United States. By
leveraging a key set of data points that we
believed are indicative of business growth,
we whittled results down further to arrive at
the 50 we evaluated for this Report.
The Top 3
1. Upwork
2. WeWork
3. Slack
4. State of Sales & Marketing: 50 Fastest-Growing B2B Companies4
00 Introduction
01 Content
02 Communication
03 Path to Purchase
04 Pricing
05 Final Thoughts
. . . pg 5
. . . pg 8
. . . pg 16
. . . pg 22
. . . pg 30
. . . pg 36
Table of Contents
5. State of Sales & Marketing: 50 Fastest-Growing B2B Companies5
“Theory is splendid
but until put into practice,
it is valueless.”
- James Cash Penney
(founder of J.C. Penney)
Introduction
6. State of Sales & Marketing: 50 Fastest-Growing B2B Companies6
Today’s B2B sales and marketing professionals are bombarded with
tips and tricks about what they should be doing to drive customer and
business growth. And with so many different resources and growth
tactics to choose from, it can be hard to separate the good advice from
the bad.
So, what if instead of relying on the opinions of industry influencers
for your sales and marketing insights--or on the claims of product
evangelists--you could learn directly from what today’s most successful
B2B companies are actually doing?
7. State of Sales & Marketing: 50 Fastest-Growing B2B Companies7
For this report, we relied on a combination of qualitative and
quantitative analysis to create a snapshot of the sales and marketing
tactics most effective for driving growth and success.
Using Mattermark data and evaluating companies based on a profile
of typical growth indicators like employee headcount, funding, social
traction, and web traffic, we’ve created a starting point for evaluating if
the strategies used by these successful businesses could also be applicable
to your company.
8. State of Sales & Marketing: 50 Fastest-Growing B2B Companies8
Content
“Content builds relationships.
Relationships are built on trust.
Trust drives revenue.”
- Andrew Davis
(author of Brandscaping)
9. State of Sales & Marketing: 50 Fastest-Growing B2B Companies9
With the rise of inbound marketing and
content marketing, content has become
the cornerstone of many modern B2B
marketing operations.
Here’s how it typically works: Blogging
drives top-of-the-funnel traffic to a
company’s website. From there, calls-
to-action (CTAs) encourage visitors
to download content (e.g. ebooks,
whitepapers, and templates) so they can
learn more about a particular topic.
This process can be repeated and scaled by
marketing teams to include a wide variety
of tactics at every stage of the funnel, but
the end goal is always the same: to add
value and build relationships that drive
revenue for your business.
The majority of companies we looked at use
content to drive demand and educate their
target audiences.
10. State of Sales & Marketing: 50 Fastest-Growing B2B Companies10
80% (40 out of 50) of the fastest-growing
B2B companies maintain a blog and/or
online publication.
11. State of Sales & Marketing: 50 Fastest-Growing B2B Companies11
44% (22 out of 50) of the fastest-growing
B2B companies offer downloadable content,
like ebooks or whitepapers.
No downloadable content Offer downloadable content
12. State of Sales & Marketing: 50 Fastest-Growing B2B Companies12
Of those 22 high-growth companies that
offer downloadable content, 14 of them
gate this content, which means you have
to fill out a form (or complete some other
task) before you can access it. The other
8 companies leave their content ungated:
You can download it by clicking a button
or link -- no form required.
No downloadable content
Ungated
Gated
Offer downloadable content
28% (14 out of 50) of the fastest-growing
B2B companies use gated content.
16% (8 out of 50) offer ungated content.
13. State of Sales & Marketing: 50 Fastest-Growing B2B Companies13
These differences in content accessibility highlight an important,
ongoing conversation in sales and marketing:
Should required forms and lead capture remain central to what we’re
doing? Or are there other ways we can communicate with prospective
customers once they’ve engaged with our content?
For some companies, forms are being replaced or supplemented with
1:1 messaging, which allows sales and marketing teams to communicate
with website visitors in real-time. (We'll explore 1:1 messaging in more
detail in chapter 2.)
14. State of Sales & Marketing: 50 Fastest-Growing B2B Companies14
Key Takeaways for Your Business:
Content educates people about your
product and your market. Leverage it with
the resources you have at your disposal,
whether that’s through blogging, webinars,
or another type of content that’s uniquely
your own.
Decide whether gating your content --
putting it behind a form -- makes sense for
you. While it may work for some businesses,
there are alternatives to this common
practice.
Scale content as your business grows.
Too many businesses try to do it all at
once. Instead, focus on one content type
and channel at a time. As you grow your
business, scale your content efforts.
15. State of Sales & Marketing: 50 Fastest-Growing B2B Companies15
Communication
“These days, people want to learn
before they buy, be educated
instead of pitched.”
- Brian Clark
(founder of Copyblogger)
16. State of Sales & Marketing: 50 Fastest-Growing B2B Companies16
Based on our research, 80% of the fastest-
growing B2B companies maintain a blog.
And just under half offer downloadable
resources. So there’s no denying that, for
many of these high-growth companies,
content plays a significant role in how
they communicate with customers and
prospects.
But what about the people who engage
with this content and then have questions?
Or the people who don’t want to wait for
someone to email them after filling out a
form? People who want to talk to a real
person right now?
One solution that's emerging is 1:1
messaging, which allows prospects and
customers to have 1:1 conversations
with support reps, sales reps, and other
employees via a "live chat" widget on a
company's website.
Live chat provides an additional channel of
communication for customers and prospects.
17. State of Sales & Marketing: 50 Fastest-Growing B2B Companies17
22% (11 out of 50) of the fastest-growing B2B
companies have a live chat widget on their
website.
18. State of Sales & Marketing: 50 Fastest-Growing B2B Companies18
Of the 11 companies using live chat, 5 are
also using gated content.
Live chat gives companies the ability
to talk to their website visitors 1:1 and
answer their questions in real-time -- as
opposed to making them fill out forms
or talk on the phone. But that’s not to
say that these approaches are mutually
exclusive. Of the 11 companies using live
chat, 5 are also using gated content as a
way to capture leads (2 of the 11 provide
ungated content, and the remaining 4
don’t offer downloadable content).
19. State of Sales & Marketing: 50 Fastest-Growing B2B Companies19
By choosing to display a chat widget
on particular pages, companies can
qualify their traffic and engage with
visitors in meaningful ways. For
example, if you've identified that lots
of prospects are navigating to your
pricing page, but then dropping off
before making a purchase, you could
focus your 1:1 messaging efforts
on that particular page and answer
questions in real-time, potentially
boosting conversion in the process.
Of the 11 companies using live chat, 8 have
it on their homepage. 3 have it appear after
you navigate to a pricing or contact page.
20. State of Sales & Marketing: 50 Fastest-Growing B2B Companies20
Of the 11 companies using live chat, 3 show
photos of the employees you're chatting with.
There’s potential to get even more
personal with customer communication
by showing the actual humans who are
working behind the scenes.
21. State of Sales & Marketing: 50 Fastest-Growing B2B Companies21
Key Takeaways for Your Business:
If content is a gateway, communication
is the key that unlocks the rest of the
customer journey. Use content to start a
conversation and then help usher prospects
to the right outcome.
Leverage real-time chat strategically. 1:1
messaging can prove useful in providing the
right guidance to a prospect or customer
at exactly the right time. Use that to your
advantage.
22. State of Sales & Marketing: 50 Fastest-Growing B2B Companies22
Path to Purchase
“Our jobs as marketers are to
understand how the customer
wants to buy and help them do so.”
- Bryan Eisenberg
(founder & CMO, IdealSpot)
23. State of Sales & Marketing: 50 Fastest-Growing B2B Companies23
The experience prospective customers
have when they land on your website can
be crucial to whether or not they end
up converting. As Slack CEO Stewart
Butterfield once commented:
“... even the best slogans, ads, landing
pages, PR campaigns, etc., will fall down
if they are not supported by the experience
people have when they hit our site, when
they sign up for an account, when they first
begin using the product and when they
start using it day in, day out.”
In analyzing the websites of the 50
fastest-growing B2B companies, we
found two distinct paths that companies
typically try to send potential
customers down. They either direct
people to A) engage with the product
or service in some way, or to B) engage
with a salesperson or other company
representative to learn more.
B2B websites lead people down 1 of 2 paths:
toward a product, or toward a salesperson.
24. State of Sales & Marketing: 50 Fastest-Growing B2B Companies24
62% (31 out of 50) of
websites have primary
CTAs directing people
to the product/service.
38% (19 out of 50)
have primary CTAs
directing people to
talk to Sales.
ProductSales
Primary CTA:
• Get in touch
• Get a demo
• Contact us
• Learn more
• Get started
• Sign up
• Get it now
• Create an account
25. State of Sales & Marketing: 50 Fastest-Growing B2B Companies25
Of course, many of the companies that have product-focused primary
CTAs also have secondary CTAs for talking to Sales. And remember the
11 companies with live chat from the previous chapter? All 11 of those
websites have product-focused CTAs.
The takeaway: It doesn’t have to be one way or the other. Within the 50
fastest-growing B2B companies in the U.S., both tactics are employed.
You can encourage people to discover the value of your product through
having them experience it for themselves, and you can provide them with
an opportunity to talk to a real person if that’s what they want.
Regardless of the path you choose to send people down, make sure that
their first experience is (as Slack's CEO recommended) a positive one.
26. State of Sales & Marketing: 50 Fastest-Growing B2B Companies26
Of the 31 companies that use primary
CTAs to lead prospective customers
directly to the product -- without
making them go through a sales rep
first -- 18 offer some type of free trial
or freemium version of their product.
(The other 13 product-focused
companies let prospects experience
their products through videos, case
studies, self-guided tours and more
before they buy, but there’s no real
access before a purchase is made.)
36% (18 out of 50) of the fastest-growing
B2B companies offer free trials or freemium
versions of their product.
27. State of Sales & Marketing: 50 Fastest-Growing B2B Companies27
A free trial or freemium version of a product can be a driving force
behind a company’s growth. It’s a model that allows prospective
customers to experience first-hand how a product is going to perform,
which reduces the need for canned sales pitches and aggressive tactics.
As Roger Lee of Battery Ventures once wrote:
“Instead of hiring a huge sales force and sending these people out to
convince potential customers to buy your product -- the way Oracle,
SAP, Microsoft, and even Salesforce.com built empires -- a freemium
model is a perpetual motion machine through which your product sells
itself.”
28. State of Sales & Marketing: 50 Fastest-Growing B2B Companies28
7 offer free (time-restricted) trials.
4 offer “free forever” versions
(customers pay for bonus features/
functionality).
4 offer free accounts / free access
to a platform (customers pay for
services).
The remaining 3 each do something
different (for example, one company
gives 500 MB of free storage space).
Of the 18 companies with some free
component to their product ...
Ultimately, a trial or freemium version
of a product can have a huge effect on a
customer’s path to purchase. From a sales
and marketing perspective, you’re essentially
removing a layer from the funnel, as people
can go directly from considering your
product straight to using it.
However, as our research shows, the specific
approaches to free trials and freemium that
companies take vary widely.
29. State of Sales & Marketing: 50 Fastest-Growing B2B Companies29
Key Takeaways for Your Business:
When it comes to getting people to buy,
you don’t need to reinvent the wheel. But
you do have to deliver a positive experience
whether that means prospects talk to a
salesperson before giving it a spin, or start
a trial of your product on their own. Your
potential customer has pain points that
brought them to your site -- help them
solve them rather than offering a “hook”.
Leverage freemium as a “perpetual motion
machine.” Freemium may be a starting
point for many of your users, but build out
your version with the goal of turning those
users into paying customers at a certain
point in time.
30. State of Sales & Marketing: 50 Fastest-Growing B2B Companies30
Pricing
“Make your product easier to
buy than your competition, or
you will find your customers
buying from them, not you.”
- Mark Cuban
(entrepreneur & investor)
31. State of Sales & Marketing: 50 Fastest-Growing B2B Companies31
Research shows that a majority of
prospective customers consider pricing
to be the most important piece of
information a B2B company can show
on its website. But when we look at the
top 50 fastest-growing B2B companies
in the U.S., we find that just 2 in 5
have pricing pages that show actual
prices. (We had to clarify this last
point because one company had a
“pricing page” with no prices -- just
“contact us” CTAs under every product
option.)
40% (20 out of 50) of the fastest-growing
B2B companies make their pricing public.
$ $ $
$ $
32. State of Sales & Marketing: 50 Fastest-Growing B2B Companies32
Of the 20 companies that make their pricing
public, 14 use tiered pricing.
With tiered pricing, a company’s product
or service is offered at multiple price
points, with the more expensive “pro” or
“ enterprise” versions typically offering
more features, functionality, seats, and/
or storage space than the less expensive
“basic” or “standard” versions.
$
$$
$$$
Tier 1 Tier 2 Tier 3
33. State of Sales & Marketing: 50 Fastest-Growing B2B Companies33
Of course, even companies with public
pricing pages don’t necessarily make
all of their pricing public. Of those 14
companies that use tiered pricing, 6
don’t list prices for the enterprise tiers
of their product. Instead, prospective
customers looking for enterprise
pricing have to contact those
companies in order to get a custom
quote.
Of the 14 companies with tiered pricing, 6
have CTAs prompting enterprise customers
to request quotes.
$
$$
Tier 1 Tier 2 Tier 3
34. State of Sales & Marketing: 50 Fastest-Growing B2B Companies34
Why do companies treat selling to the enterprise differently than selling
to everyone else? There are lots of factors, but it usually comes down to
scale. Rolling out a product or service to a massive organization can be a
seriously complex (and expensive) undertaking.
So while being able to make unassisted purchases on a B2B website
is convenient for most, enterprise customers need to be able to talk
through the finer details of your product/service with a real human
before they buy.
35. State of Sales & Marketing: 50 Fastest-Growing B2B Companies35
Key Takeaways for Your Business:
Pricing is important for buyers, but
not quite as important for companies.
A majority of the companies on our list
didn’t have pricing pages on their site, even
though research indicates buyers want
it. Consider A/B testing a pricing page’s
efficacy in driving to a specific outcome.
Keep your pricing simple. If your pricing
structure is unclear or a part of a friction-
filled process, you need to fix it. Remove the
barriers to entry for people who want your
product.
36. State of Sales & Marketing: 50 Fastest-Growing B2B Companies36
Final Thought
“Growth is never by mere chance; it is
the result of forces working together.”
- James Cash Penney
(founder of J.C. Penney)
37. State of Sales & Marketing: 50 Fastest-Growing B2B Companies37
The goal of this Report isn’t to establish new, etched-in-stone B2B sales
and marketing benchmarks, or to prove that one tactic or approach is
superior to another. By sticking to a sample size of just 50 companies
(the fastest-growing ones), we wanted to take a data-driven but
qualitative snapshot of the field and find out what we could learn.
We hope you’ve come away with more insight into what modern B2B
sales and marketing looks like, as well as ideas for how you can accelerate
the growth of your business.
38. State of Sales & Marketing: 50 Fastest-Growing B2B Companies38
Mattermark collects & organizes
comprehensive information on the world’s
fastest growing companies. Get actionable
data that lets you pinpoint the companies
and people you need to know.
Drift is a messaging app that helps you
grow your business. Talk to your website
visitors, convert more leads, and keep your
customers happy.
Thanks for reading
Learn more about Mattermark. Learn more about Drift.